Technical Sales Manager - Systems


Greenville, SC

Industry: Manufacturing


11 - 15 years

Posted 69 days ago

This job is no longer available.

Job Description

As a key member of the Sales Team, the Technical Sales Manager, Systems reports to the Global Technical Sales Manager and is responsible for all technical sales activities required to achieve revenue, margin, growth, and innovation goals for the Systems product lines. Working in conjunction with the Global Technical Sales Manager and the Market Segment Managers, this person is charged with the development and execution of technical sales strategies to grow existing product line revenue in alignment with long range planning goals. Additionally, the candidate will play a key role in leading collaboration efforts across the sales, marketing, engineering, and service teams to plan and execute customer-back innovation initiatives that capitalize on opportunities identified from customer feedback and market research.

This position can be managed out of a home based regional sales office within reasonable distance from a major airport.

What you will be doing:

  • You will provide technical sales support to ensure required product line focus is maintained across the market based sales team to achieve consistent revenue goals for the Systems product lines.
  • You will lead the internal product line role from application evaluation, acquisition of technical data required for quoting, client facing technical sales activities, product line sales collateral, monetized value proposition and revenue goals.
  • You will develop, quantify, and train / mentor the global sales team on the Technical Value Proposition and key differentiation for Systems product lines to best position the organization to win in the market and achieve annual & long-range revenue goals.
  • You will partner with the Global Technical Sales Manager & Market Segment Managers to develop and act on product specific annual and long-range plan projections based upon in-depth understanding of technology trends, customer needs, pain points, and our competitive position.
  • You will partner with the Director of Strategic Marketing & marketing Managers to develop product based, sub-market specific sales collateral toolkits to support revenue goals.
  • You will be the Sales Department lead for Systems projects in customer back innovation process to augment new product development initiatives in alignment with organic growth goals.
  • You will develop and implement data based, monetized value proposition & sales tools (refined efficiency calculators) for the Systems product lines to increase differentiation and drive revenue growth.
  • You will collaborate with the Global Technical Sales Manager and Market Managers in annual evaluation of existing product line revenue, market growth rates and industry trends with development and execution of tactical product line growth strategy.
  • You will be the sales department lead for profit profile & proposal reviews with engineering to ensure proposed solutions meet the technical project requirements in line with required profit margins.
  • You will manage the application of testing processes, factory acceptance texting, and client visitations.
  • You will be the lead for client facing specification reviews and promotion of ITW Hartness standards.
  • You will identify and communicate key competitor activity, pricing, and innovation to leadership.
  • You will review the opportunity pipelines on a regular basis and approve rolled up, weighting forecasting for the Systems product lines prior to submittal to the Director of Global Sales per the financial review schedule.
  • You will maintain the process for quote activity and order data tracking for core products by market segments and growth lever metrics. You will log historical data for future planning purposes.
  • You will develop and maintain analysis and prioritize key opportunities based on high volume / high margin projects to allocate resources appropriately, as well as provide project deliverables and differentiation presentation.

What we are looking for:

  • An individual with a competitive drive for excellence that is target oriented and customer focused.
  • Leadership and management abilities to effectively coach, mentor, and lead a successful sales team. Employees will be remotely based, so must be able to be flexible and effectively communicate with remote based employees.
  • Demonstrated track record of strategic thinking, sales results and market share improvement in a value based selling environment.
  • Ability to effectively interact with customers at all levels and maintain relationships with various levels of decision makers and influencers.
  • High level of oral and written communication skills.
  • Possess strong computer skills including the ability to prepare spreadsheets and use Microsoft Office Products (Word, Excel, Power Point and Outlook) to analyze data and trends.
  • Present a good attitude and team philosophy which is consistent with ITW’s Values and Behaviors.
  • Ability to work with several individuals and customers while showing independence in balancing and prioritizing their requests.
  • Demonstrated ability to produce results within a team environment and to gain alignment and develop productive working relationships at all levels of the organization.
  • Individual must be able to meet the sales expectations as set forth by the organization to drive growth and personal success.
  • Ability to work extended / flexible hours and domestic travel (75% Required) to properly interface with your client base and build growth oriented relationships.

Education & Experience:

  • Bachelor’s degree in Business, or Engineering preferred
  • Auto-Cad proficiency to be able to modify and construct systems layouts.
  • 10+ years of experience inclusive of commercial systems quoting and technical execution activity.
  • Excellent understanding of market dynamics and packaging trends in the beverage, food, personal and household care industries.
  • Technical selling experience and analytical acumen required; experience with equipment & integrated systems.
  • General experience with CRM management related to detailed opportunity, forecasting and outlook for sales responsibility
  • Drive for results required; experience with some P&L management preferred.
  • Proven experience in negotiating and closing multi-million-dollar projects inclusive of financial due diligence, terms and conditions and purchase contracts within company guidelines.
  • Technical selling experience and analytical acumen required; experience with equipment & integrated systems.
  • Requires experience at handling multiple work assignments and accounts concurrently.
  • Experienced with properly qualifying commercial opportunities and developing commercial strategies based upon internal and external dynamics.